Introduction to AlikeAbility(TM)

"Security is mostly a superstition. It does not exist in nature, nor do the children of men as a whole experience it. Avoiding danger is no safer in the long run than outright exposure. Life is either a daring adventure, or nothing." Helen Keller Have you noticed that some people…

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She Put Her Foot In It!

There she was with a prospect doing a walkthrough of his home when Patti put her foot in it, not dog poo, but what she said literally stopped their conversation cold. She felt the air get chilled and saw her prospect lose interest. Nothing she did after that revived the…

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hEars to Closing More Sales

Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. When people feel in rapport, their sales resistance drops down and their comfort level goes up. How to build rapport is different whether you meet face to face or over the phone. Let's focus on…

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Fast $ale

With 4-year-old in tow, Lijuan approached the health expo as efficiently as she does her business. An executive in IT, she’s inquisitive, thoughtful, quick to understand and process information, and most of all results-oriented. Just like she behaves at work, she barely waited to hear the answer to her questions…

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Dog Day of Selling

Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for…

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Closing Sales: Innate or Learned?

Of the 4 buying styles, one makes decisions on the spot; another takes days (weeks – forever!) and then doubts themselves. Can you tell by their vocal qualities which one you’re talking with? The one who speaks quickly, breathlessly, and enthusiastically is a fast decision-maker. On the other hand, the…

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You’ve Got AlikeAbility™

Have you ever heard these complaints? ► “I know a lot about my product, yet can’t book appointments.” ► “I attend lots of networking events without meeting the right people.” ► “I make presentations yet don’t close the deal.” ► “I’m losing the sale because one member of the couple…

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Clothes the Sale

“Clothes make the man” observed Shakespeare, and research in psychology has shown this to be true. We attribute different traits to people based on what they wear. So it stands to reason that altering our outfit can change how people see us and respond. Stability, Trustworthiness, Work Ethic How you…

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Don’t Gamble with Sales

Anastasia enjoys going to networking events, which is her main strategy for marketing her services. She’s highly professional, friendly and out-going, and has a sunny disposition. She loves people, which is why she was drawn to protect them and their assets. Unknowingly, until recently, she was a gambler. She played…

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Can This Sales Career Be Saved?

Glenda was no scientific genius. Having struggled with math and later physics, her best grades were earned in English literature and social studies. Plain and simple, she liked people, cared about the environment, and wanted to make the world a better place. Early Schooling Her first few jobs were administrative.…

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